Kevin Roth, internationally recognized folk singer, guides individuals and groups in the discovery of what really matters to them, how to accomplish their goals, and how handling stress is an essential factor in a healthy life.
Sales leaders are those who fulfill all the responsibilities of the job--supervision, training, mentoring, and coaching salespeople--while simultaneously interfacing with the rest of the organization in such a way as to support the achievement of the sales team's objectives.
When we give buyers permission to get into our head, we can’t do our job as sales professionals effectively. Once we allow ourselves to become emotionally involved in a discussion with a buyer, we give that buyer control over us. This control typically limits what we do in the relationship to the most familiar behaviors… and the most familiar behaviors – like discounting on command and damaging our company’s margins in the process -- very often do not support us or our team.